The most successful customers and SKUs don’t just happen; they are the product of orchestrated investment of commitment, time, planning, effort, money, process, product and energy.
It’s often worth asking targeted people a few important and relevant questions. Distributors will be amazed at the quality of information and insight they can provide.
There are popular rules that can almost always be broken, while others deserve some skepticism or flexibility, says consultant Robert Sabath.
How distributors can build a successful customer and SKU strategy.
Let the computer do some of the work by conducting a virtual pilot to sanity test your plans before you make changes in real-time and risk making a mistake, says consultant Robert Sabath.
There are key responses distributors can take to address issues that arise from blindly following a competitors lead, giving all customers equal service, allowing technology to paralyze you, making the wrong software decision, missing changes in your customer base, taking on mediocre business and becoming complacent about competitor capabilities.
Play the role of a critical customer, focusing on availability, urgency, reliability, accuracy and individual SKU characteristics.